Senior Director, Revenue Operations

About us

ToolsGroup is the world’s most experienced provider of market-driven demand analytics and supply chain optimization software.Having been high performing for more than 20 years, we have a loyal global customer base of more than 300 customers worldwide in more than 44 countries and an excellent reputation for delivering high quality product and superior results.
ToolsGroup is recognized in multiple Gartner Magic Quadrants and Nucleus Value Matrices. Our solutions include Demand Analytics, Planning and Sensing, Inventory Optimisation and DRP. Our unique “Powerfully Simple” approach supports highly intelligent decision-making, combined with ease-of-use.


Role Overview

The Senior Director of Revenue Operations is a critical leadership role responsible for driving operational excellence across the full revenue lifecycle. This position partners closely with the CRO, Finance, Sales, Marketing, Product, and Customer teams to ensure predictable revenue growth, accurate forecasting, scalable processes, and high-performing go-to-market execution.

This leader will own planning, forecasting, sales operations, systems, compensation, and executive reporting—while continuously improving efficiency through technology, automation, and AI.
 

Key Responsibilities

Strategic Planning & Quota Management

• Lead the annual business planning process in partnership with the CRO and FP&A.
• Translate corporate revenue targets into actionable sales quotas across segments, regions, and roles.
• Design and assign quotas based on territory, tenure, and on-target compensation (OTC).
• Ensure alignment between revenue targets, capacity models, and compensation structures.

Forecasting & Revenue Predictability

• Own forecasting cadence (annual, quarterly, and monthly) across:
  • New ARR and Upsell ARR
  • Renewals
  • Professional Services
• Partner with Sales, Customer Success, and Finance to drive forecast accuracy and accountability.
• Implement data-driven forecasting methodologies leveraging tools like Gong and Salesforce.

Sales Technology & Systems

• Own the revenue tech stack, including:
  • Salesforce (reporting, dashboards, data integrity)
  • Gong (forecasting, scorecards, insights)
  • LinkedIn Sales Navigator
  • ZoomInfo (data enrichment)
  • Visdum (commissions)
• Manage system administration, integrations, vendor relationships, and ongoing optimization.
• Drive adoption and ROI of tools across the revenue organization.

Deal Desk & Commercial Operations

• Lead the deal desk function, including approval workflows for non-standard terms (commercial, technical, legal).
• Partner with Legal, Finance, and Product to ensure scalable and compliant deal structures.
• Drive automation of approval processes within Salesforce (target: 2H 2026).

Sales Process Optimization

• Continuously improve sales processes to increase efficiency, velocity, and win rates.
• Leverage AI and automation to streamline workflows and reduce manual effort.
• Ensure consistent pipeline management and deal inspection rigor.

Booking & Order Integrity

• Oversee the booking process to ensure:
  • Salesforce opportunities accurately reflect signed contracts
  • All required data fields are complete and accurate for downstream functions (Finance, Licensing, Commissions)
• Act as final checkpoint for deal integrity prior to booking.

Executive & Board Reporting

• Own executive reporting for revenue performance, including:
  • Weekly, monthly, and quarterly reporting
  • Board-level presentations and metrics
• Deliver clear insights on pipeline health, forecast accuracy, and performance drivers.

Sales Compensation & Performance Management

• Design and manage sales compensation plans aligned to corporate objectives.
• Partner with Visdum to build plans, rules, reporting, and statements.
• Oversee commission calculations, validation, and quarterly payouts.
• Track sales performance against quotas, targets, and activity metrics.

Sales Enablement & Programs

• Lead ongoing sales enablement, including:
  • Weekly cross-functional training sessions
  • Quarterly Business Reviews (QBRs)
  • Annual Sales Kickoff (SKO)
• Plan and execute:
  • SKO (January 2027)
  • President’s Club (January 2027)

Cross-Functional Leadership

Act as the primary liaison between Sales and key departments:

• Finance: Annual planning, bookings, NetSuite integration, and reporting alignment
• Legal: Contract templates and governance
• Product: Product catalog, pricing configurator accuracy
• Marketing: Lead management, funnel conversion, event reporting
• Customer Care/Product: SO99 licensing coordination

Special Programs & Communications

• Track and report on strategic initiatives and performance programs.
• Lead internal communications, including:
  • Weekly “Revenue Round-Up” newsletter
  • Sales updates via Microsoft Teams

SO99 Customer Licensing Oversight

• Oversee deployment and updates of SO99 customer licensing configurations.
• Coordinate with Customer Care and Product teams.
• Evaluate and recommend structural changes to scale this function effectively.

Qualifications & Skills

Technical Expertise

• Deep experience with:
  • Salesforce (advanced reporting and administration)
  • Gong or similar revenue intelligence platforms
  • Sales engagement and data tools (LinkedIn Sales Navigator, ZoomInfo)
  • Commission systems (e.g., Visdum)
• Strong proficiency in Microsoft Excel (advanced/intermediate+)
• Experience leveraging AI for process optimization and analytics

Core Competencies

• Exceptional analytical and quantitative skills
• Strong executive communication and presentation abilities
• High attention to detail and operational precision
• Ability to manage complex, global, cross-functional environments
• Strong organizational and program management skills

Leadership Traits

• Highly driven with strong ownership mentality
• Comfortable operating in a demanding, high-visibility role
• Solutions-oriented with a bias for action
• Creative problem solver with structured thinking
• Culturally aware and effective in global organizations

Applying to this job the candidate consents that his/her data are treated by ToolsGroup in compliance with the GDPR n. 2016/679 GDPR and Transparency Document

U.S. applicant notice: This employer participates in E-Verify and will provide the federal government with your Form I-9 information to confirm that you are authorized to work in the U.S. ToolsGroup is CCPA/CPRA compliant.

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